Senior Director, Business Development

Position Summary:
The Director, Strategic Accounts is a senior sales and relationship management professional responsible for developing, managing, and expanding relationships with McLarens’ most significant clients, including national and global Fortune 500/1000 accounts. This role drives revenue growth through targeted account strategies, high-level client engagement, and cross-functional collaboration, while also ensuring exceptional service delivery.
The position blends strategic account leadership with hands-on business development, focusing on U.S. Retail and Wholesale Brokers, Risk Managers, Carriers and other key stakeholders to grow existing accounts and secure new opportunities.Acting as the face of McLarens for notable accounts, the Director partners with internal teams and executive leadership to ensure exceptional service delivery, maximize account retention, and identify opportunities for expansion across McLarens’ core services, niche specialty lines, and emerging capabilities.

Key Responsibilities:

Strategic Account & Relationship Management

• Manage notable company accounts, serving as the primary executive contact for key clients.
  
• Build and maintain executive-level relationships with decision-makers and influencers.
• Plan and lead strategy sessions with senior leadership and internal stakeholders for major accounts.
• Coordinate regular strategic client visits with Adjusters, including claim activity reviews.
• Liaise across departments (Marketing, Finance, Legal, Operations) to deliver customized client solutions, reporting, and presentations.
• Provide management reports and performance updates to both internal leadership and clients.

Business Development & Sales Execution

• Achieve sales targets and personal goals for existing and new business.
• Focus on securing and growing Fortune 500 and 1000 accounts.
• Prospect through multiple channels, including Retail and Wholesale Brokers and direct outreach to Risk Managers.
• Build new business relationships leveraging existing industry contacts.
• Cold call to qualify and establish relationships with new clients.
• Identify and qualify new contacts within existing accounts and new prospects.
• Qualify and manage new opportunities from initiation through close.
• Deliver compelling sales presentations tailored to client needs.
• Manage the complete sales cycle for each opportunity.
• Close high-value deals, including complex and multi-stakeholder opportunities.
• Cross-sell McLarens’ core services, Niche Specialty Lines, and additional capabilities.
• Identify leads for the National/Global Account Team.
• Engage Executive General Adjusters (EGAs) and other subject matter experts with clients to enhance value.
• Attend client meetings and industry events to build pipeline and close sales.
• Follow up with past customers to identify cross-sell and re-engagement opportunities.
• Collaborate with and provide assistance to other members of the sales team.
• Follow up on leads generated by Adjusters or other departments.
• Investigate and resolve customer queries in a timely, professional manner.

Territory, Pipeline & Industry Engagement

• Manage opportunities in the sales pipeline with disciplined follow-up.
• Maintain accurate, up-to-date contact and opportunity records in Salesforce CRM.
• Meet or exceed monthly activity, KPI, and revenue targets.
• Participate in national, regional, and industry-specific conferences and associations to represent McLarens and strengthen market presence.

Qualifications:

• Bachelor’s degree in Business, Marketing, or related field.
• 8+ years of B2B sales experience, with 3+ years in strategic or major account management.
• Proven track record managing multi-million-dollar accounts and exceeding revenue goals.
• Strong leadership, communication, presentation, and negotiation skills.
• Proficiency in CRM systems and data-driven sales strategies.
• Experience in the insurance, claims management, or risk management industry preferred.

Compensation & Benefits:

• Base Salary.
• Performance Bonuses: Quarterly and annual incentives based on sales and account growth.
• Benefits: Health, dental, vision, 401(k), paid time off, and professional development support.

The workplace

Since 1932, we’ve been who people turn to in tough times. That’s a huge responsibility. It’s also a
huge opportunity. McLarens is a premier independent loss adjusting and forensic technical services
firm, with a global network that delivers consistently excellent service supported by deep local
expertise.

Our work spans industries and the globe. From disaster relief to aviation, engineering to natural
resources, our people get everything they need to impact lives on a global scale. We take our
development seriously and offer careers that empower our people to strive for bigger goals and
reach new heights. And we’ve got the expertise to help them get there: our Loss Adjusters boast an
average of over 20 years' experience.

We’re building a culture where talent shines. Where ambition is everything. And people come first.
It's your career, so why compromise?

What Drives Us:

At McLarens, our commitments shape every experience- for our clients, our people, and the
communities we serve.

• Purpose: Positively impacting people and communities across the globe.
• Progress: Excellence, expertise, and growth opportunities.
• Place: Our culture of empowerment, support and belonging.

The Benefits:

Our people live by a shared set of values: Excellence, Teamwork, Respect, Knowledge, Thought
Leadership, and Accountability. Together, they contribute to an inclusive culture that will help you
thrive.

Here’s what else we offer:

• Compensation: Competitive salary and performance-related incentives.

• Development: Access to technical training, global knowledge-sharing, and career growth
opportunities.

• Wellbeing & Flexibility: Support to balance professional and personal life (e.g., hybrid work,
flexible schedule where applicable).

• Global Exposure: Opportunity to work with colleagues and clients across different countries.

• Inclusive Culture: A collaborative environment where your voice and contribution are valued.

Individual progress, global purpose. It’s all here at McLarens.

Our Company is an equal employment opportunity employer. The Company’s policy is not to discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, genetic information, religion, national origin, age, disability, veteran status, or any other basis protected by applicable federal, state, or local laws. The Company also prohibits harassment of applicants or employees based on any of these protected categories.